Leadership style, motivation and performance in international marketing channels: An empirical investigation of the USA, Finland and Poland

Document Type

Article

Publication Date

2-1-2003

Abstract

As firms seek to prosper in a fiercely competitive global economy, cooperative inter‐firm alliances among members of the value chain are increasingly being forged. In the area of marketing channels, strategic alliances among international channel partners have become the norm as well. Thus, identification of inter‐firm influence strategies – such as different leadership styles – used by the channel captain to motivate international channel partners becomes increasingly important. More specifically, in administering a firm’s marketing channels, participative, supportive, and directive leadership styles may be effective in eliciting channel partners to exert higher levels of motivation, which, in turn, may be associated with higher levels of performance. The linkages among leadership styles, motivation, and performance are empirically examined on data drawn from a sample of automobile distributors in the USA, Finland, and Poland. International channel management implications are discussed, limitations of the study are identified, and directions for future research are suggested.

Identifier

33745477073 (Scopus)

Publication Title

European Journal of Marketing

External Full Text Location

https://doi.org/10.1108/03090560310453939

ISSN

03090566

First Page

50

Last Page

85

Issue

1-2

Volume

37

Grant

4‐21840

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